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(also known as ‘complex sales’)?
Enterprise sales is when you sell to large companies. An enterprise sale could include a product with a large business impact, a multiyear contract, a complicated implementation, or a lot of risk.
Because enterprise deals involve business-critical buying decisions, the customer typically asks multiple companies to submit bids for the contract and brings in decision makers across departments before making a choice.
Salesforce user smiling while on a laptop
Get the latest sales tips delivered to your inbox. to make decisions. You could close the deal in a couple days or weeks. In enterprise sales, the sales cycle spans across the organization. Each america phone number list stakeholder will need to weigh in with their own concerns and requirements, and this process could take weeks to quarters.
Let’s say you’re meeting with the owner of a local law firm. They’re looking for copiers that work well with their new cloud-based document management system. You demo your company’s out-of-the-box integration with that system, meeting the customer’s need and budget, and the order could arrive for them a week later.
But if you’re selling those same copiers for the same reason to an international law firm, additional stakeholders are involved in the decision. The firm needs its copiers to handle heavy output by many users. The it team will have integration requirements with existing systems, an operations team may need to determine the employees needed to install and train on the new devices, and then, procurement may need to issue a request for proposal and solicit multiple bids from competitors. Add all of this up and it will likely take many months to make the sale.
Why is enterprise sales important?
While enterprise sales deals often take longer to close, in part establish who will build and maintain because of the stakeholders involved, it’s a critical source of income — both short-term and long term. Many companies and salespeople view enterprise sales as an opportunity to:
build brand credibility with world-class customers.
Imagine landing a company like cisco. Apple. Disney. Hp. Closing mobile numbers with these companies gives your business a halo of credibility and helps you build momentum.
Kick-start your revenue with just a handful of well-executed deals.